PARTNERSHIP DEVELOPMENT MANAGER (PDM)

This is not a traditional networking or relationship, referral-driven role. The Partnership Development Manager (PDM) at GEEK Up is a Deal Architect who bridges complex business problems with high-value product solutions. The Partnership Development Manager (PDM) is the primary driver of the Lead Development phase (pitching management) within the Harmonia framework. You are responsible for coordinating internal expertise and client stakeholders to ensure every partnership starts with clarity, trust, and strategic alignment.

• Opportunity Ownership: Lead and manage the progression of opportunities from the Business Brief stage to Deal Closing.
• Partnership Structuring: Translate client business problems into structured partnership offerings, defining the collaboration model and high-level engagement roadmap.
• Cross-Functional Coordination: Orchestrate internal Expertise Scopes, including Product Consulting (for solution context), Proposal Handling (for delivery assumptions), and Sales Ops.
• Stakeholder Alignment: Navigate complex client organizations to identify sponsors and influencers, ensuring all key stakeholders are aligned on the proposed approach.
• Commercial Negotiation: Lead commercial discussions, including pricing strategy and contract negotiations, while protecting GEEK Up's margin and positioning integrity.
• Artifact Management: Ensure all decisions are backed by artifacts (e.g., Opportunity Strategy Canvas, Stakeholder Map) rather than opinions.

The PDM operates across the core touchpoints of the Client Journey:

• Business Brief: Validating the Why and ensuring a clear sponsor exists.
• Partnership Offering: Defining the What and How of the collaboration.
• Partnership Alignment: Resolving delivery constraints and aligning expectations.
• Commercial Dealing: Finalizing the financial and legal framework.
• Deal Closing: Transitioning the Healthy Partnership to the delivery teams.

• Primary Metric: Total Contract Value (TCV) signed.
• Velocity: Lead-to-Close cycle time.
• Quality: Win rate of Match/Fit opportunities.
• Integrity: Adherence to Golden Rules (e.g., ensuring Partnership before Delivery).
• Decisions before execution: Never rush into a proposal without a clear strategy.
• Artifacts before opinions: Use the data and the Canvas to justify the next move.
• Partnership before delivery: Fix the relationship and expectations before writing a single line of code.
• Trust before growth: Prioritize building deep trust over rapid account expansion.

• Experience: 5+ years in B2B Business Development or Account Management, with a proven track record in managing complex sales and high-value partnerships. 
• Knowledge: Familiarity with B2B Technology, Digital Transformation, or similar consultative methodologies is a significant advantage.
• Mindset: A strong belief in Trusted Product Partnership based on deep strategic alignment and shared success with our clients.
• Strategic Thinking: Ability to connect industry trends and business intelligence to a client's specific digital initiatives.
• Facilitation Skills: Expert at leading Discovery sessions and alignment meetings with C-level stakeholders.
• Negotiation: Skilled in value-based selling and navigating commercial trade-offs.
• Discipline: Highly organized in managing backlogs and maintaining updated artifacts in the Business Intelligence system.